Aquestive District Sales Manager
About the role
Aquestive Therapeutics is directly hiring for a District Sales Manager role to lead markets across multiple states. With more than 20 years of pioneering patient-centered innovation, we've transformed how millions access life-saving medications. Our track record speaks for itself: 6 FDA approvals, 2.5 billion doses delivered worldwide, and a presence across 6 continents. As we prepare to launch Anaphylm™, our latest breakthrough in overcoming patient barriers, we're building a sales team that shares our commitment to innovation that matters. As a District Sales Manager, you'll be the architect of launch success in your region, building a team that doesn't just hit numbers, but changes patient outcomes. You'll recruit talent, develop future leaders, and translate corporate strategy into territory-level wins. This isn't management from a distance; you'll be in the field coaching your territory representatives through complex sales cycles, celebrating breakthrough moments, and holding the line on performance and integrity.
Responsibilities
- Build & Lead a High-Performing Team
- Recruit exceptional Therapeutic Specialty Representatives who combine sales excellence with mission alignment.
- Develop your team through consistent field coaching, structured feedback, and individualized development plans.
- Create a culture of accountability and growth where representatives take ownership of their territories and support each other's success.
- Foster diversity, equity, and inclusion across your region—ensuring every team member has the support and opportunities to thrive.
- Identify and cultivate future leaders within your team.
- Drive Strategic Execution
- Partner with VP of Sales, Areas Sales Director and peer DSMs to shape national sales strategy, leveraging field-level insights to inform direction.
- Translate corporate objectives into district business plans that account for local market dynamics, competitive landscapes, and payer environments.
- Establish clear performance metrics and tracking mechanisms that connect daily activities to launch milestones.
- Analyze territory performance data to identify gaps, opportunities, and best practices worth scaling.
- Coach for Impact
- Conduct frequent field rides that balance observation, real-time coaching, and collaborative problem-solving.
- Help representatives master the consultative selling approach required for Anaphylm's value proposition.
- Guide your team through objection handling, particularly around payer access and product differentiation.
- Connect daily sales activities to the broader mission—helping representatives see how their work removes barriers for patients who need an effective, easy-to-carry, easy-to-use epinephrine rescue medication.
- Navigate Market Access Complexity
- Develop fluency in payer landscapes—national plans, formularies, and local coverage nuances.
- Translate payer insights into actionable pull-through strategies for your team.
- Collaborate with Market Access and Hub Services to resolve coverage barriers and accelerate patient starts.
- Track and share market access wins, barrier patterns, and successful resolution strategies.
- Foster Cross-Functional Alignment
- Partner with Marketing, Medical Affairs, Training, and Market Access to ensure consistent brand execution.
- Serve as the voice of the field—sharing customer insights, competitive intelligence, and execution challenges that inform broader strategy.
- Facilitate collaboration with specialty pharmacy partners and patient services teams.
- Represent your region in national sales meetings, strategy sessions, and launch planning forums.
- Ensure Operational Excellence
- Drive CRM discipline across your team—ensuring high-quality documentation of calls, payer feedback, and sampling activity.
- Monitor compliance with all regulatory requirements including PDMA, AE/product complaint reporting, and promotional guidelines.
- Conduct regular territory business reviews that assess performance, identify improvement areas, and align on priorities.
- Manage district budget and resources efficiently to maximize ROI.
Qualifications
- Required: Bachelor's degree
- Minimum 5 years leading pharmaceutical or specialty sales teams (front-line management experience required)
- Proven success leading teams through product launches—ideally in specialty, allergy, or related therapeutic areas
- Deep understanding of sales strategy, market access dynamics, and HCP engagement models
- Track record of developing talent and improving team performance through